Bottom 3 ACQ

Date

June 17th, 2024

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Data

Analyzed by: Kyle Ackerman ||| [email protected]

• RCF Grand Rapids: Official audit; Bottom 3 ACQ ||| These last 7 days saw the TTL drop from 835 to 776 & a 110 ACQ score. Overdue Tasks will continue to plague the CRM Audit until they’re marked complete — growing to 53 this week. Tasks are being created, but are not being processed beyond that. A clean, well-managed CRM gives The RCF intense confidence to flood your Nurturely+ account with brand new house cleaning leads.

• RCF Chicago III: Official audit; Bottom 3 ACQ ||| A terrific first two weeks here in The RCF. We’ve successfully run a database reactivation campaign netting at least 11 officially delivered estimates from about 83 ish leads (as of last check). Be sure to use the task management system inside Nurturely+ — stay on top of each and every follow up to make sure we’re giving ourselves the highest possible chances at winning that new client. The money truly is in the follow up! More leads are waiting to be released into this account pending the completed first call with the Sales Mentor.

• RCF Indianapolis: Official audit; Bottom 3 ACQ ||| Going from a pipeline size of 29 to 31; this account has grown for the 5th straight week. With more days in the program and a fuller pipeline, they'll begin to enjoy regular, consistent client wins. TTLs are also very well within the acceptable RCF standard. And, of course, this CRM is very clean and well-managed overall. The only marks on this most recent audit was that the most recent WIN did not have a frequency tag on its opportunity and 3 unread conversations.

Definitions

ACQ

The ACQ is a composite score of an RCF Member’s ability to deliver estimates + win new clients. 

• See how the ACQ is calculated at RCF University.

TTL

The average number of minutes it takes for an RCF Member to reply to new, inbound sales leads.

CRM Audit

• An official audit of an RCF Member’s CRM (Nurturely+) to ensure good faith and proper use of the software. CRM Audits usually happen 4x throughout the year on a Member’s ACQ Evaluation Date. 

  • There are 3 additional audits conducted each week for the Members with the current lowest ACQ scores. 

    • NOTE: A Member’s account may be audited at any time. 

Overdue Tasks

• # of Overdue Tasks in a Member’s Nurturely+ account

Unprocessed Leads

• # of Opportunities in New Lead stage

Unread Conversations

• # of Unread Conversations in Inbox

No Lead Values

• # of Opportunities in Finder's Fees Pipeline without Lead Value $

No Frequency Tag

• # of Opportunities in Finder's Fees Pipeline without Frequency Tag

Pipeline Size

• # of OPEN, Engaged Opportunities

No Lead Left Behind

Our CRM Audits are pivotal in making sure every lead gets the attention it deserves, enhancing sales efficiency. The audit process is built around the concept that a well-managed sales pipeline is key to successful conversions.

Here's how we do it in Nurturely+:

1. Identify Engaged Opportunities: Count all OPEN opportunities that are in 'Needs Follow Up' stage or beyond in your Leads pipeline. These are your Engaged Opportunities.

2. Audit Criteria & Penalties:

   • Overdue Tasks: You're allowed overdue tasks up to 25% of your Total Engaged Opportunities. 

     1. Any excess incurs a penalty of -3 points per task.

   • Unread Conversations: Similarly, you can have Unread Conversations up to 25% of Engaged Opportunities. 

     1. Exceeding this limit results in -5 points per conversation.

   • Unprocessed Opportunities: Zero tolerance here; each Unprocessed Opportunity costs you -50 points on the CRM Audit.

   • No Lead Value in Finder's Fee Pipeline: Not having a lead value is a significant oversight, penalized at -25 points each.

   • No Frequency Tag in Finder's Fee Pipeline: The absence of a frequency tag is equally critical, with a -25 point penalty for each occurrence.
     

Remember, these audits are not just about maintaining numbers but ensuring that each and every Opportunity is nurtured & progressed for the best possible sales results. 

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